This episode is sponsored by Outreach. You can check them out and get a free copy of their new book – Sales Engagement: How the World’s Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale by clicking over to top1.fm/outreach

Last Friday we celebrated the 300th episode of the Daily Sales Tips podcast. Hopefully, you’re already listening to that. If you’re not this is a quick montage and sampler of some of the top tips among those first 300 tips, and if you are already a listener. Thank you! Hopefully, you’ll still find value in these as a quick review of some of the tips that seem to be resonating the most.

I’ve pulled together 5 of the top tips for you and then we’ll close things out with episode 300. The placement order is a bit mixed up here, but what I can tell you is that Jason Bay owns all three of the top 3 spots with his tips, which is precisely why he gets a prime time spot every Tuesday on the show. Here’s just one of Jason’s tips and then you’ll hear from Tom Williams, Todd Caponi and also from me a couple of times. Oh, and one more note. All of the books that were offered have already been claimed, but there are more coming this week. So you’ll probably want to subscribe to Daily Sales Tips right away. Alright, let’s get to those tips. Here you go:

242. Warm Up Your Cold Calls – Jason Bay
232. Are You Confident Enough to Ask? – Scott Ingram

Before we move on to Tom Williams’ tip on Creating Value Messages that Differentiate. Let me share a value message from Outreach who has so generously sponsored this episode:

Ever feel like you can’t really connect with prospects or have an organized workflow to get deals closed? Outreach is the #1 Sales Engagement Platform that streamlines effective playbooks for high-touch revenue organizations, so that they can focus their time, effort and resources on driving better customer engagement and repeatable success. Revenue teams choose Outreach because it is designed to fit the needs of every workflow, role, and team; is dependable, secure and scalable; and applies machine learning and AI to power better engagement and rep efficiency. You can check them out at https://www.outreach.io/salespodcast to chat with them and receive a free copy of their new book — Sales Engagement: How The World’s Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale.

235. Creating Value Messages that Differentiate, The Secret Sauce – Tom Williams
216. Manage Expectations to be Successful – Scott Ingram
240. Empathy in Email Prospecting – Todd Caponi
300. Celebrating 300 with a Spotify Binge – Scott Ingram

Jill Ammon is a Senior Account Executive Team Lead at Continuum out of Pittsburgh, Pennsylvania. Continuum is an organization that provides a proactive platform to address the key needs and objectives of its clients. With technologies and integrated services spanning security to monitoring, the Continuum platform anticipates and tackles Managed Service Providers’ (MSPs) next challenges, enabling them to grow with confidence. In addition to her role as team lead, Jill wears many hats, including partner acquisition. Jill is anContinue Reading …

B2B Sales Mentors Book: 20 Stories from 20 Top 1% Sales Professionals. To learn more: http://top1.fm/b2b

In between the regular interview episodes, we’ll continue to release sample stories from the book like this one. You can either listen to the episode and hear John read his story, or read the full text below.Continue Reading …

Eddie Baez is the top-performing sales consultant at IBISWorld, the leading provider of industry intelligence in the U.S. IBISWorld provides market-leading information in a wide variety of industry verticals, including commercial banking, private equity, investment banking, accounting, consulting and academics. An expert in the retail channel, Eddie specializes inContinue Reading …

B2B Sales Mentors Book: 20 Stories from 20 Top 1% Sales Professionals. To learn more: http://top1.fm/b2b

In between the regular interview episodes, we’ll continue to release sample stories from the book like this one. You can either listen to the episode and hear Evan read his story, or read the full text below.Continue Reading …

Watch LIVE for FREE!
2019 Sales Success Summit
Outreach
Sales Hacker

Transcript

Scott Ingram: This episode is being brought to you by Outreach, The #1 Sales Engagement Platform, and that’s not all they’re going to bring you.

Thanks to a collaboration between both Outreach and Sales Hacker you can now access a live stream of the entire Sales Success Summit next week on October 14th and 15th for free. All you have to do is fill out the super short form at top1.fm/live to get access.

This is huge as you’ll have access to 13 different presentations, and 5 panels all delivered by the top-performing sales professionals that you’ve heard here on this show over the last 3 years. That’s roughly 11 hours of content over two days.

Of course, what you won’t get is the 12+ hours of networking and relationship building experience that the actual event offers and there are now a few extra seats available due to some last-minute conflicts. If you hurry, you might still be able to join us in-person here in Austin. Just click over to Top1Summit.com, and if the option to purchase a ticket is still there, that means that they’re still available, but they’ll certainly be sold out in the next couple of days.

If that doesn’t work just sign up for the live stream details. Again that’s at top1.fm/live

Now let’s thank Outreach, shall we?

Ever feel like you can’t really connect with prospects or have an organized workflow to get deals closed? Outreach is the #1 Sales Engagement Platform that streamlines effective playbooks for high-touch revenue organizations, so that they can focus their time, effort and resources on driving better customer engagement and repeatable success. Revenue teams choose Outreach because it is designed to fit the needs of every workflow, role, and team; is dependable, secure and scalable; and applies machine learning and AI to power better engagement and rep efficiency. You can check them out at top1.fm/outreach to chat with them and receive a free copy of their new book — Sales Engagement: How The World’s Fastest-Growing Companies are Modernizing Sales Through Humanization at Scale.

Thanks for listening, and we’ll talk to you next week from the Sales Success Summit!

Vincent Matano is the top enterprise sales development rep at Demandbase, the pioneer and leader in Account-Based Marketing (ABM). This position allows Vincent the opportunity to blend his passion for sales, marketing, and technology, making this a perfect fit. Vincent was the recipient of the Top Sales Development Rep of 2018 as well as the 2019 BEAST Award: The Best in Sales Development. He was Continue Reading …

B2B Sales Mentors Book: 20 Stories from 20 Top 1% Sales Professionals. To learn more: http://top1.fm/b2b

In between the regular interview episodes, we’ll continue to release sample stories from the book like this one. You can either listen to the episode and hear Leila read her story, or read the full text below.Continue Reading …

James Christman is the top-performing new Account Executive at Teradata, the leading hybrid cloud analytics software provider that leverages data to uncover real-time intelligence, at scale. James is truly a unique guest as he credits much of his success to what he learned when he attended the Sales Success Summit. James is an expert in Continue Reading …

The Why and the Buy
The Why and the Buy Podcast: Building Your Five with Scott Ingram
2019 Sales Success Summit
Sales Success Stories Podcast

This episode is brought to you thanks to the generous support of Vidyard GoVideo. You’ve heard me talk about it here before. If you haven’t already incorporated video into your sales efforts, whether you’re prospecting and trying to create new opportunities or you’re looking to make more meaningful connections further into your sales process, you’ve got to try out Vidyard GoVideo. This free plugin does it all and makes it super easy. Just click over to top1.fm/v to get started right now.

For the last year or so, I’ve typically shared a sample story from the Sales Success Stories book or the B2B Sales mentors book between the interview episodes that we released every two weeks. Today, with the Sales Success Summit just over a month away, I thought I’d share this conversation I recently had with Christie Walters and Jeff Bajorek on their podcast called The Why & The Buy.

Give a listen and let me know what you think, and if you enjoy their show, do yourself a favor and subscribe to The Why & The Buy in your favorite podcast app.

“You are the average of the five people you spend the most time with.” — Jim Rohn

Who are you spending the most time with? Are they successful? Are they a positive influence? If you want success but don’t surround yourself with it, it’s like wanting water in a desert. That’s why we’re welcoming back Scott Ingram, host of the Sales Success Stories Podcast and founder of the Sales Success Summit.

Sales conferences should be a great place to network and build relationships that can lead to future success. But too often these conferences are simply okay with existing and don’t provide enough value to attendees before and after the conference. Those gaps are the driving force behind the Sales Success Summit and a central part of Scott’s “why.”

Stay tuned for more information about this powerful event and get a glimpse into the five people that make the most impact on Jeff, Christie, and Scott.

What We Covered:

0:45 – There’s more to podcasting than plugging in a microphone
3:20 – Building a network as an outgoing introvert
9:14 – The wind blows harder at the top of the mountain
12:25 – Conference presentations without the ulterior motive
13:20 – What will be different about this year’s Sales Success Summit?
18:55 – Scott is obsessed with providing conference value and helps people build relationships
23:43 – Who are in our “Five”
31:09 – Go to Top1Summit.com to find out more information about the Sales Success Summit.